Snowplow Analytics - Strategic Account Manager

snowplowLondon, Greater London, England - Hybrid+ Equity3w ago

In Office EMEA Cloud Computing Data Analytics Account Manager Strategy Manager Advisor Account Management Team Management Documentation Procurement Customer Success

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Requirements

Employment is conditional upon the successful completion of background screening and verification of right-to-work documentation in accordance with applicable laws.

Responsibilities

● Collaborate with our customers in a highly strategic manner to quantify business value and ROI
● Solidify the organizational value of Snowplow, and help our key stakeholders communicate value
● Grow our existing strategic customer base through cross and upsell e.g. new brands, products & solutions, pricing structures, teams served
● Successfully manage renewals and upsell cycles, focusing on mitigating risk, ensuring timely signature, and negotiating with procurement and finance teams
● Understanding why customers buy and clearly articulating their value in partnership with Technical Account Management
● Drive multi-year contract strategies across your customer base
● Be a trusted advisor and partner to your portfolio of accounts, driving trust and championship with senior leadership
● Develop and execute on a partner strategy to drive growth across your portfolio - including cloud data warehouses, technology partners, and systems integrators
● Deliver account management best practices: thorough account and territory planning, contract and procurement negotiation, discovery, champion-building etc.
● Utilize deep technical knowledge and sales experience to achieve targets
● Collaborative team engagement: work closely with Marketing, Customer Success, Technical Account Management, and Product teams to align your account management planning and strategy with customer-wide objectives
● Employ Challenger sales methodologies and MEDDPICC framework to develop and execute plans that focus on customer retention and growth
We’d Love to Hear From You If:
● Proven experience in B2B SaaS sales with a focus on technical products related to data infrastructure.
● Demonstrable success in both established companies and startup or Series B environments.
● A consistent history of over-performance in individual contributor sales roles
● Thorough understanding of data analytics, cloud infrastructure, and a proven ability to apply Challenger sales methodologies and MEDDPICC strategically
● Creativity and problem-solving skills to come up with new solutions or ways to address issues. This includes approaches to competitive differentiation, partnership and collaboration with other vendors and SIs
● Entrepreneurial approach to territory planning and management